What’s your Big Idea? And does your Big Idea solve your prospect’s Big Problem? Exploring this important aspect of a discovery call today are Chris Beall and Corey Frank, our Market Dominance Guys. As Chris explains it, at the beginning of a discovery call, you don’t really know what problem your prospect is facing. If [...]

Can discovery be swapped with probing, chatting, visiting? No. Corey and Chris talk about the distinction and how to do discovery right. Nicole Rueth brings us good news, and bad news about the market in Denver Metro on The Double Comma Club. You all love lists. John's list this week is "Seven Elements of Crazy [...]

Chris is back with Corey. "Every discovery call begins with apprehension,” says Chris Beall, our Market Dominance Guys’ co-host. Chris says that you need to be aware that starting a discovery call by interrogating your prospect only increases their apprehension. Data drives B2B marketing. But many marketers question how upcoming changes will shape the future [...]

John Asher went through the first six of 20 most important cognitive biases with examples. This will be a good series. Nicole has a short episode answering the question, is home affordability gone? Mark Coronna is joined by Robert Lambert, Founding Partner of Samurai Business Group to discuss the evolution of real-time payments. Realtor Wade [...]

These sales experts agree, that there is more than one approach to a successful sales campaign. Listen to clips from several Market Dominance Guys episodes on this topic. This features Oren Klaff, Jason Beck, Gerhard Gschwandtner, Susan Finch, Dan McClain, Brad Ferguson, and our own Chris Beall and Corey Frank. Mark Coronna talks with Joel [...]

In this quick comparison segment on Market Dominance Guys, Corey explains the difference between the two sales methodologies and when one fits better than the other. What is your method to determine which sales methodology fits your company? Nicole Rueth answers the question of What's Next for the Housing Market? Is it BOOM OR GLOOM? [...]

Getting fired from a sales job is never a surprise. If you’re not producing, you already know it. Corey and Brad Ferguson wrap up their conversation with "A Good Salesperson is Hard to Replace. Nicole asks her guest, Paul Cress of Frisco Lender Services, "How Does an Appraisal Work, and Do I Need One?" and [...]

In this Market Dominance Guys episode, have your pen and pad ready as Brad shares several tactical and specific use cases where the Sandler methodology can be employed on your calls today. He discusses many traditional “mental hang-ups” and speed bumps that impede success from an emotional point of view. From being uncomfortable about money [...]

This collection of episodes from the Market Dominance Guys gives as many perspectives as it has guests on the value of the meeting as your only product. Jackie Ferguson joins Jeanne and has seven tips for Hiring Managers. Nicole Rueth helps agents figure out what to tell their clients and friends about today's housing market [...]

Dr. Pat Alagia welcomes Dr. Michael Racke for this very important episode of Diagnostics Dialogues from Quest Diagnostics. Recent research findings are beginning to show the important role diagnostics may play in the next era of Alzheimer's Disease. New diagnostic innovations could unleash a future of effective therapies, treatments, and improved outcomes for patients who [...]